Sales reps gain direct access to IT decision makers, leading to significant improvements in sales efficiency and effectiveness
IT-ROI, a project portfolio management (PPM) integration provider that helps companies streamline business application performance, had no trouble selling IT project managers on the value of its solution, but its sales reps were having difficulty connecting with decision makers that had the authority to sign off on a deal. In addition, the sales team was handicapped by the fact that about half its database had bad contact information.
That's when IT-ROI turned to DiscoverOrg, www.discoverorg.com, winner of a 2014 SIIA CODiE award and provider of information technology sales and marketing intelligence tools used by top IT vendors. Using DiscoverOrg's Enterprise, Mid-Market, SMB and Government datasets, as well as its IT Org Charts, IT-ROI has realized a 60x Return on Investment (ROI) in 2013.
The data quality issue was easily addressed by DiscoverOrg's highly accurate datasets - 95% of the contacts have direct-dial numbers and 98% have email addresses, and every contact in the database is updated at least once every 90 days.
Also, because of DiscoverOrg's native integration with salesforce.com, IT-ROI was able to do a complete refresh of leads, contacts, relationships and other key contact information in a matter of months. This refresh meant its sales teams were no longer wasting time with inaccurate and outdated customer data and opportunities. All of the most updated target information, including reporting structures, direct dial and email addresses are available within IT-ROI's salesforce.com application at the lead, contact or account level with just a click of a button.
Using the DiscoverOrg IT Org Charts, which provide detailed, highly accurate information about the reporting structure within an IT organization, IT-ROI reps are able to not only identify key decision-makers, but their direct reports and others associated with them. Together with DiscoverOrg's Real-Time Triggers - which provide alerts about major buying opportunities like IT projects and executive moves - reps can initiate informed conversations with decision makers about business needs that are more effective and have a much higher degree of success.
"When it comes to a solution that delivers sales effectiveness and actionable sales intelligence to my team, DiscoverOrg is second to none in my book," said Christopher Claunch, Vice President of Sales and Marketing for IT-ROI Solutions. "I use it every day at work, sometimes seven days a week. This year we have closed a number of IT sales that wouldn't have happened without them."
"No matter how great your IT product or service is, without the right contacts you'll never get to the person that can give you a 'yes,'" said Henry Schuck, co-founder and CEO of DiscoverOrg. "The sales team at IT-ROI already had tremendous business value in their offering for enterprises looking to integrate their SharePoint and CA Clarity suites. Now with DiscoverOrg they have direct access to decision makers and buying opportunities as they happen, which has been changing the game for them."
IT-ROI Solutions is a software company and project portfolio management (PPM) integration provider specializing in solutions that dramatically improve customer productivity and streamline business application performance. Its PPM Boss suite provides enterprise visibility into CA Clarity projects via Microsoft SharePoint that lets companies realize the full potential of their PPM universe. IT-ROI has extensive experience with enterprise data integrations and migrations and Clarity-related challenges. For more information, please visit www.itroisolutions.com.
DiscoverOrg is the leading sales and marketing intelligence tool used by the top IT vendors, staffing companies and consultants targeting IT departments of Fortune-ranked, Mid-Market and SMB companies in North America. Offered in the form of a constantly refreshed database, DiscoverOrg specializes in mapping out the IT org charts of more than 15,500 companies complete with verified email addresses, direct-dial phone numbers, reporting structure, IT project updates and technology installed base. Each of the more than 330,000 IT decision makers in the DiscoverOrg database is updated and refreshed by the company's team of 85+ in-house researchers at least once every 90 days, enabling customers to reach the right person at the right company with the right message. For more information, please visit www.discoverorg.com.